Emotional intelligence for sales success: connect with customers and get results
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York
Amacom
2012
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Beschreibung: | Why do salespeople frequently fail to execute-even when they know what they should do? Cover; More Advance Praise for Emotional Intelligence for Sales Success; Title; Copyright; Dedication; Contents; Forward; Introduction; Part I The What, Why, and How of Emotional Intelligence and Sales Results; Chapter 1 Closing the Knowing-and-Doing Gap: When You Know Better, You Do Better; Understanding Emotional Intelligence; Emotional Intelligence and Sales Results; The Business Case for "Return on Emotions"; Action Steps for Improving Your Emotiona lIntelligence; Chapter 2 The Art and Neuroscience of Sales: The New Way to Influence; Selling to the Old Brain The Emotionally Intelligent ResponseWalk a Mile in Your Prospect's Shoes; Putting It All Together; Action Steps for Improving Your Ability to Influence; Part II Emotional Intelligence and the Sales Process; Chapter 3 Prospecting: The Real Reason for Empty Sales Pipelines; Are You a Sales Marshmallow Grabber?; Drive-By Relationships; Sales Reality Check; Are You Stressed Out?; The Neuroscience of Prospecting; Action Steps for Improving Your Prospecting Results; Chapter 4 Likeability: All Things Being Equal, People Buy from People They Like; Would You Buy from You? It's All About Them: The Prospect and CustomerKnow, Relate, and Build Likeability; Are You Showing Up or Living It Up?; Are You a Joy Giver?; Action Steps for Improving Your Likeability; Chapter 5 Expectations: You Get What You Expect; Partnership or Vendor-ship?; What's Your Mindset?; Set and Manage Expectations to Create Raving Fans; Action Steps for Improving the Way You Manage Expectations; Listen Before You Leap; Use the "3Ws" Formula; Make Your Prospect's Brain Hurt; Get to the Real Pain; Determine the Commitment to Change; Agree and Align Action Steps for Improving Your Questioning SkillsChapter 7 Reaching Decision Makers: How to Better Connect and Meet; How People Make Decisions; Are You Meeting with Mr. No?; Are You Asking the Right Question?; Action Steps for Improving Your Ability to Reach Decision Makers; Chapter 8 Checkbook: Get Paid What You Are Worth; What Is Your "Money Talk"?; Learn to Deal with Good Negotiators; Chapter 6 Questioning Skills: What's Your Prospect's Story?; Are You Willing to Walk?; Examine Your Sales Pipeline; Conviction and Confidence Action Steps for Improving Your Ability to Get Paid What You Are WorthChapter 9 People Over Process: The Key Traits of Emotionally Intelligent Sales Cultures; Are You Learning or Lagging?; There Is No "I" in Team; It's Better to Give; Action Steps for Building Emotionally Intelligent Sales Cultures; Chapter 10 Take the Lead: Sales Leadership and Emotional Intelligence; How Do You Show Up?; Do Your Words and Actions Align?; Teaching Rather Than Closing; Tough Love, Sales Leadership Style; The Most Overlooked Motivator of Them All; Best Practices for Sales Leadership Includes bibliographical references and index |
| Beschreibung: | 1 Online-Ressource |
| ISBN: | 9780814430309 0814430309 9780814430293 0814430295 |
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| 500 | |a Why do salespeople frequently fail to execute-even when they know what they should do? | ||
| 500 | |a Cover; More Advance Praise for Emotional Intelligence for Sales Success; Title; Copyright; Dedication; Contents; Forward; Introduction; Part I The What, Why, and How of Emotional Intelligence and Sales Results; Chapter 1 Closing the Knowing-and-Doing Gap: When You Know Better, You Do Better; Understanding Emotional Intelligence; Emotional Intelligence and Sales Results; The Business Case for "Return on Emotions"; Action Steps for Improving Your Emotiona lIntelligence; Chapter 2 The Art and Neuroscience of Sales: The New Way to Influence; Selling to the Old Brain | ||
| 500 | |a The Emotionally Intelligent ResponseWalk a Mile in Your Prospect's Shoes; Putting It All Together; Action Steps for Improving Your Ability to Influence; Part II Emotional Intelligence and the Sales Process; Chapter 3 Prospecting: The Real Reason for Empty Sales Pipelines; Are You a Sales Marshmallow Grabber?; Drive-By Relationships; Sales Reality Check; Are You Stressed Out?; The Neuroscience of Prospecting; Action Steps for Improving Your Prospecting Results; Chapter 4 Likeability: All Things Being Equal, People Buy from People They Like; Would You Buy from You? | ||
| 500 | |a It's All About Them: The Prospect and CustomerKnow, Relate, and Build Likeability; Are You Showing Up or Living It Up?; Are You a Joy Giver?; Action Steps for Improving Your Likeability; Chapter 5 Expectations: You Get What You Expect; Partnership or Vendor-ship?; What's Your Mindset?; Set and Manage Expectations to Create Raving Fans; Action Steps for Improving the Way You Manage Expectations; Listen Before You Leap; Use the "3Ws" Formula; Make Your Prospect's Brain Hurt; Get to the Real Pain; Determine the Commitment to Change; Agree and Align | ||
| 500 | |a Action Steps for Improving Your Questioning SkillsChapter 7 Reaching Decision Makers: How to Better Connect and Meet; How People Make Decisions; Are You Meeting with Mr. No?; Are You Asking the Right Question?; Action Steps for Improving Your Ability to Reach Decision Makers; Chapter 8 Checkbook: Get Paid What You Are Worth; What Is Your "Money Talk"?; Learn to Deal with Good Negotiators; Chapter 6 Questioning Skills: What's Your Prospect's Story?; Are You Willing to Walk?; Examine Your Sales Pipeline; Conviction and Confidence | ||
| 500 | |a Action Steps for Improving Your Ability to Get Paid What You Are WorthChapter 9 People Over Process: The Key Traits of Emotionally Intelligent Sales Cultures; Are You Learning or Lagging?; There Is No "I" in Team; It's Better to Give; Action Steps for Building Emotionally Intelligent Sales Cultures; Chapter 10 Take the Lead: Sales Leadership and Emotional Intelligence; How Do You Show Up?; Do Your Words and Actions Align?; Teaching Rather Than Closing; Tough Love, Sales Leadership Style; The Most Overlooked Motivator of Them All; Best Practices for Sales Leadership | ||
| 500 | |a Includes bibliographical references and index | ||
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| 650 | 7 | |a BUSINESS & ECONOMICS / Marketing / General |2 bisacsh | |
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| 650 | 4 | |a Wirtschaft | |
| 650 | 4 | |a Selling |x Psychological aspects | |
| 650 | 4 | |a Customer relations |x Psychological aspects | |
| 650 | 4 | |a Emotional intelligence | |
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Datensatz im Suchindex
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| any_adam_object | |
| author | Stanley, Colleen |
| author_facet | Stanley, Colleen |
| author_role | aut |
| author_sort | Stanley, Colleen |
| author_variant | c s cs |
| building | Verbundindex |
| bvnumber | BV042743422 |
| collection | ZDB-4-EBU ZDB-4-NLEBK |
| ctrlnum | (OCoLC)828292435 (DE-599)BVBBV042743422 |
| dewey-full | 658.8501/9 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8501/9 |
| dewey-search | 658.8501/9 |
| dewey-sort | 3658.8501 19 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:08:38Z |
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| isbn | 9780814430309 0814430309 9780814430293 0814430295 |
| language | English |
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| spelling | Stanley, Colleen Verfasser aut Emotional intelligence for sales success connect with customers and get results Colleen Stanley New York Amacom 2012 1 Online-Ressource txt rdacontent c rdamedia cr rdacarrier Why do salespeople frequently fail to execute-even when they know what they should do? Cover; More Advance Praise for Emotional Intelligence for Sales Success; Title; Copyright; Dedication; Contents; Forward; Introduction; Part I The What, Why, and How of Emotional Intelligence and Sales Results; Chapter 1 Closing the Knowing-and-Doing Gap: When You Know Better, You Do Better; Understanding Emotional Intelligence; Emotional Intelligence and Sales Results; The Business Case for "Return on Emotions"; Action Steps for Improving Your Emotiona lIntelligence; Chapter 2 The Art and Neuroscience of Sales: The New Way to Influence; Selling to the Old Brain The Emotionally Intelligent ResponseWalk a Mile in Your Prospect's Shoes; Putting It All Together; Action Steps for Improving Your Ability to Influence; Part II Emotional Intelligence and the Sales Process; Chapter 3 Prospecting: The Real Reason for Empty Sales Pipelines; Are You a Sales Marshmallow Grabber?; Drive-By Relationships; Sales Reality Check; Are You Stressed Out?; The Neuroscience of Prospecting; Action Steps for Improving Your Prospecting Results; Chapter 4 Likeability: All Things Being Equal, People Buy from People They Like; Would You Buy from You? It's All About Them: The Prospect and CustomerKnow, Relate, and Build Likeability; Are You Showing Up or Living It Up?; Are You a Joy Giver?; Action Steps for Improving Your Likeability; Chapter 5 Expectations: You Get What You Expect; Partnership or Vendor-ship?; What's Your Mindset?; Set and Manage Expectations to Create Raving Fans; Action Steps for Improving the Way You Manage Expectations; Listen Before You Leap; Use the "3Ws" Formula; Make Your Prospect's Brain Hurt; Get to the Real Pain; Determine the Commitment to Change; Agree and Align Action Steps for Improving Your Questioning SkillsChapter 7 Reaching Decision Makers: How to Better Connect and Meet; How People Make Decisions; Are You Meeting with Mr. No?; Are You Asking the Right Question?; Action Steps for Improving Your Ability to Reach Decision Makers; Chapter 8 Checkbook: Get Paid What You Are Worth; What Is Your "Money Talk"?; Learn to Deal with Good Negotiators; Chapter 6 Questioning Skills: What's Your Prospect's Story?; Are You Willing to Walk?; Examine Your Sales Pipeline; Conviction and Confidence Action Steps for Improving Your Ability to Get Paid What You Are WorthChapter 9 People Over Process: The Key Traits of Emotionally Intelligent Sales Cultures; Are You Learning or Lagging?; There Is No "I" in Team; It's Better to Give; Action Steps for Building Emotionally Intelligent Sales Cultures; Chapter 10 Take the Lead: Sales Leadership and Emotional Intelligence; How Do You Show Up?; Do Your Words and Actions Align?; Teaching Rather Than Closing; Tough Love, Sales Leadership Style; The Most Overlooked Motivator of Them All; Best Practices for Sales Leadership Includes bibliographical references and index BUSINESS & ECONOMICS / Distribution bisacsh BUSINESS & ECONOMICS / Marketing / General bisacsh Psychologie Wirtschaft Selling Psychological aspects Customer relations Psychological aspects Emotional intelligence http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=502107 Aggregator Volltext |
| spellingShingle | Stanley, Colleen Emotional intelligence for sales success connect with customers and get results BUSINESS & ECONOMICS / Distribution bisacsh BUSINESS & ECONOMICS / Marketing / General bisacsh Psychologie Wirtschaft Selling Psychological aspects Customer relations Psychological aspects Emotional intelligence |
| title | Emotional intelligence for sales success connect with customers and get results |
| title_auth | Emotional intelligence for sales success connect with customers and get results |
| title_exact_search | Emotional intelligence for sales success connect with customers and get results |
| title_full | Emotional intelligence for sales success connect with customers and get results Colleen Stanley |
| title_fullStr | Emotional intelligence for sales success connect with customers and get results Colleen Stanley |
| title_full_unstemmed | Emotional intelligence for sales success connect with customers and get results Colleen Stanley |
| title_short | Emotional intelligence for sales success |
| title_sort | emotional intelligence for sales success connect with customers and get results |
| title_sub | connect with customers and get results |
| topic | BUSINESS & ECONOMICS / Distribution bisacsh BUSINESS & ECONOMICS / Marketing / General bisacsh Psychologie Wirtschaft Selling Psychological aspects Customer relations Psychological aspects Emotional intelligence |
| topic_facet | BUSINESS & ECONOMICS / Distribution BUSINESS & ECONOMICS / Marketing / General Psychologie Wirtschaft Selling Psychological aspects Customer relations Psychological aspects Emotional intelligence |
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